Mid-Market Account Executive

Foley; Boston (MA); Hybrid; USD 120,000 - 190,000; Full time

Job summary

Foley is seeking a Mid-Market Account Executive in Boston to own territory end-to-end, from prospecting to close, in a hybrid model. You will drive pipeline, engage mid-level and executive buyers, and leverage data and AI tools to improve win rates.

The role emphasizes consultative, ROI-driven conversations, structured methodologies like MEDDIC, and collaboration with cross-functional teams to deliver exceptional customer outcomes. Boston-based with on-site 3 days/week.

Qualifications

• 3+ years of SaaS sales experience with a proven quota attainment track.
• Strong ability to generate and close pipeline across mid-market accounts.
• Disciplined in discovery, qualification, and stakeholder mapping.

Responsibilities

• Own and close full-cycle SaaS sales in assigned territory.
• Build and maintain a robust pipeline through outbound and inbound efforts.
• Lead ROI-driven conversations and map customer value to business outcomes.
• Use MEDDIC or equivalent to qualify and advance deals.
• Collaborate with marketing, customer success, and product teams to ensure a great customer experience.

Skills

SaaS sales

Quota attainment

Pipeline generation

Stakeholder mapping

Consultative selling

Tools

CRM (Salesforce)

Job description

We’re looking for a Mid-Market Account Executive to win new logos and expand existing accounts within our mid-market segment. You’ll own your territory end-to-end, from building pipeline to closing deals, using a structured, consultative sales approach.

In this role, you’ll proactively create opportunities, navigate complex buying groups, and use data and AI tools thoughtfully to improve how you work and win. Success looks like consistently generating pipeline, closing high-quality deals, and continuously refining your approach to drive better outcomes.

What you’ll do

Own and close business

• Own your territory and run full-cycle SaaS sales from prospecting through close

• Consistently meet and exceed quota through disciplined execution and strong deal management

• Navigate multi-stakeholder sales cycles with mid-level and executive buyers

Build pipeline

• Generate pipeline through outbound prospecting, strategic account targeting, and re-engagement of prior opportunities

• Use a mix of email, phone, social outreach, and referrals to create new opportunities

• Maintain strong pipeline coverage and proactively manage deal flow

Sell with insight

• Lead consultative, ROI-driven sales conversations that connect customer challenges to business outcomes

• Apply structured sales methodologies (e.g., MEDDIC or equivalent) to qualify and advance deals

• Demonstrate strong discovery, stakeholder mapping, and value articulation

Leverage tools and improve how you work

• Use AI and sales tools thoughtfully to prioritize accounts, personalize outreach, and improve conversion rates

• Continuously refine your approach to increase efficiency, quality, and win rates

Partner cross-functionally

• Collaborate with marketing, customer success, and product teams to deliver a strong customer experience

• Contribute to a high-performance team culture grounded in ownership, accountability, and continuous improvement

Who you are

• Have 3+ years of SaaS sales experience with consistent quota attainment

• Have a track record of generating your own pipeline and closing deals

• Are disciplined in discovery, qualification, and stakeholder mapping

• Communicate effectively and build credibility with both mid-level and executive stakeholders

• Take ownership of outcomes and maintain performance through challenges or ambiguity

Nice to have

• Experience with structured sales methodologies (e.g., MEDDIC, Challenger, SPIN)

• Familiarity with compliance, fleet, or workforce management solutions

• Experience using AI or automation to improve prospecting, workflow efficiency, or deal execution

Location: This role is based in our Boston office. We follow a hybrid model where team members are onsite three days per week.

About us

At Foley, we’re reimagining how safety-sensitive industries hire, stay compliant, and manage risk. We’ve evolved into a modern SaaS company with an all-in-one, AI-ready platform that helps transportation, construction, distribution, and utility businesses operate faster, smarter, and safer.

As we continue to grow, we’re looking for curious, strategic thinkers who thrive in complexity, are motivated by making an impact, and want to join a team that’s passionate about building great products and supporting customers. Our core values - Teammateship, Grit, and Innovation - guide everything we do. Whether we’re collaborating internally or helping customers, we approach every challenge with optimism, humor, and a shared commitment to success.

Benefits
Foley offers a comprehensive benefits package that includes medical, dental, and vision coverage, a 401(k) with company match, paid time off and holidays, wellness programs, and an employee assistance program.

Equal Employment Opportunity
Foley is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, or any other legally protected characteristic.

Reasonable Accommodations
If you require a reasonable accommodation during the application or interview process, please contact us at [e-mail]

Employment Status
Employment with Foley is on an at-will basis. Nothing in this job posting or in future communications should be construed as a contract of employment.

Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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